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CMA Foundation · Fundamentals of Business Laws and Business Communication · Intercultural and International Business Communication

An Indian exporter is dealing with a Swiss buyer from a low-context culture and a Saudi buyer from a high-context culture. Which approach is the most appropriate?

The exporter should give the Swiss low-context buyer precise, written terms and spend time building rapport and trust with the Saudi high-context buyer before pressing business details. Adapting style to each culture's context orientation avoids misunderstanding; reversing the approaches would cause friction.

  1. AUse the same short, contract-focused style with both buyers
  2. BBe relationship-focused and informal with the Swiss buyer, and strictly written and brief with the Saudi buyer
  3. CGive the Swiss buyer precise written terms and spend time building rapport with the Saudi buyer before pressing business detailsCorrect
  4. DAvoid written communication with the Swiss buyer and use only written communication with the Saudi buyer

Explanation

Low-context buyers expect explicit, documented terms and efficiency. High-context buyers value trust and personal relationships first, so rapport precedes details. Option B reverses the two styles, which is the key error.

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